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MKT 3035International Marketing of Textiles & Apparels
Chapter 1International Market Entry
These slides are not necessarily be an original work rather these are a compilation of different sources- Sanuwar (Mr.)
Decide on
Export
Implement
Commitment to Export
Analyze
Internal Factors
-Product
-Resources
External Factors
-Market Environment
-Competitive Profile
International Market InvolvementMarket Identification & targeting
Entry mode selectionMarketing Mix
*Product *Price *Distribution *Promotion
Organize DepartmentSubsidiaryJt. VentureExport House
Allocate Resources*Product*Arrange Resources
ReviewModify
Set new target
Set Targets
Process of International Marketing
WHY COMPANIES GO INTERNATIONAL?
Two Factors: Pull factors
: Push Factors
Pull factors: Proactive reasons – forces of attraction – pulls the business to foreign markets – profit, growth etc.
Push factors: Reactive reasons – compulsion of domestic market prompts companies to internationalize – saturation etc.
Profit Motive:
•International business – profitable than domestic market – investment in low cost locations.
Why Should a Firm Enter International
Markets?
GrowthProfitability
Economies of scale
Spreading Risk
Access to Imported inputs
Uniqueness of Product or
services
Marketing Opportunities
Due to lifeCycle
SpreadingR & D
Cost
Competition inDomestic
market
Govt. Policies &Regulations
Spin - off benefits
Strategic Vision
Wholly Owned Subsidiary
Contractual Entry Investment Entry
Joint Venture
Marketing Entry
Export Entry
Indirect Direct
Export Houses Agents
Commission Agent Exporters Agent Abroad
-Assembly
-Contract Manufacturing
-Licensing
-Franchising
-Co-production agreement
-Management contract
Major Minor 50:50
Acquisition Establishing own unit
Market Entry Methods
The Concept of International Market Entry
• An institutional mechanism by which a firm makes its products and services available to consumers in overseas markets
• Franklin Roots defines the market entry strategy as a comprehensive plan which sets forth the objectives, goals, resources and policies that guide a company’s international business operations for achieving sustainable growth in world markets.
• Once a firm has decided to establish itself in global market—it becomes necessary that the Company studies and analyzes the various options available to enter the international markets and select the most suitable one.
• This decision is to be taken with utmost care—Not only is the financial resources in stake but the extent to which the company‘s marketing strategy can be employed in the new market also depends on this decision.
• Mode of entry varies from low -risk ,low-control modes with minimum resource commitment eg. indirect exports to high-risk, high control modes with a higher level of commitment by establishing its own manufacturing facilities in foreign markets (subsidiaries).
Production in Home Country Production in Foreign Country
Exports Providing Offshore Services
Contractual Mode Investment Mode
Indirect DirectOverseas
Assembly or Mixing
Joint Venture Wholly Owned Foreign
Subsidiaries
International Licensing
International Franchising
Turnkey Projects
Management Contract
International Strategic Alliance
Contract Manufacturing
Distribution Access
Technology Alliance
Production Alliance
B & T BOT BOO
Alternative Entry Modes
Production in Home Country
Export Entry
•A firm has two basic options for carrying out export operation.
--Market contacted through a domestically located intermediary—an approach called Indirect Exporting
--Market can be reached through an intermediary located in foreign market--an approach termed as –Direct Exporting
Direct ExportsA firm’s product is directly sold to importers-Sole distributor
Foreign country based intermediaries--Agents
Company owned Sales Offices
Indirect Export--When firms do not have much exposure and has limited resources –Indirect Exports
•Indirect exports occur
-Selling to a domestic broker/ foreign buying agent in home country
-Exporting through merchant intermediary-export house
Contractual EntryProduction in foreign country
Licensing• A company assigns the right to a patent (which protects a product, technology
or process) or a trademark( which protects a product name) to another company for a royalty
• Licenser gives technology, manufacturing right, brand and also marketing right (unlike contract Manufacturing)
• Licensee gains marketing right- Exclusive basis or Unrestricted basis
• Variety of time period 5 to 15 years
• Licensee makes all capital investments
• Licensing agreements subject to negotiation –vary from Co. to Co. and
industries to industries
International Franchising
• A special form of licensing in which a home company (Franchiser) makes a total programme of operation available to an overseas company (Franchisee)
• It includes the brand name, logo, products and method of operation
• Mc. Donald’s, KFC, Burger King, Holiday INN, Hertz, Carrefour, Benetton, Coca Cola (trade mark, recipe, and advertising)-independent bottlers around the world
• It is a transfer of the entire system from one country to another
Licensing Franchising
Royalty Management Fees
Products are major source of concern
Covers all aspects of business including goodwill, trade marks, IPR etc
15-20 years 5/10 Years – renewable
Licensing tends to be self selecting. They are often established businesses and can demonstrate that they are in a strong position to operate the license in question.
A licensee can often pass a license to an associate with little or no reference back to the original licensor.
The franchisee is selected by the franchiser. Even replacement is controlled by franchiser.
Difference between Licensing and Franchising
Licensing Franchising
Concerned with specific existing products and technologies
Franchisor passes to the franchisee the benefits of on-going research programs
There is no goodwill attached to the licensing as it is totally retained by licensor
Although franchisor does retain the goodwill, the franchisee picks up an element of localized goodwill
Licensee enjoys substantial measure of fee negotiation
Standard fee structure. Any variation will cause confusion
Lesser control Exerts higher control
Overseas Turnkey Projects• Companies utilize technical expertise to enter international markets
• Types of Turnkey Projects
- Build and Transfer (Conceptualizes, designs, builds, testing and transfer the project to the owner
- Build/Operate and transfer (BOT) (Build the project and manage for the contracted period before transferring to the foreign owner)
- Build, operate, own (BOO) (Firm buys the project, once it has been built)
International Management Contracts•Company provides its technical and managerial expertise for a specific duration to an overseas firm.
• Low risk, low cost mode of entry.
• Earn foreign exchange and optimally utilize its skilled manpower
Strategic Alliance• Refers to the relationship between two or more firms that cooperate with
each other to achieve common goals but do not form a separate company.• Firms focus on their core competencies• Difference between strategic alliance and joint venture
- In Joint Venture two partners contribute a fixed amount of resources and the venture develops on its own Joint Venture
Parent Company X
Parent Company Y
Company Z (Joint Venture)
-In strategic alliance each partner brings a particular skill or resource – usually they are complementary and by joining forces each expects to profit from the other’s experience-No equity participation
Company X
Strategic AllianceContractual
AgreementCompany Y
Contract Manufacturing• An international firm arranges to have its products manufactured by an
offshore local company on contractual basis• Local manufacturers responsibility is only production• Marketing responsibility is on Parent company• No legal bindings – change contracted manufacturers to improve quality and
cost effectiveness• A number of global companies outsource manufacturing activities to low cost
locations.• Globalization of business technologies and increasing pressure on
international firms to be globally competitive in costs, product offering, speed to bring new products – driving force of international contract manufacturing
• Economic development of a number of countries depend on contract manufacturing like China, Korea, Mexico, Thailand, Taiwan, Now Indonesia, Vietnam and India
• Nike shoe – entirely manufactures through contractual basis
Local ManufacturingA common and widely practiced form of entry is local production of company’s products.
Types:• Overseas Assembling
• Joint Venture
• Wholly Owned Subsidiaries
Reasons for Local Production
•Local cost, market size, tariffs, laws and political consideration may affect a choice to manufacture locally
• Sometimes cost cutting rather than market entry – International firms establish plants in Taiwan, Malaysia, Vietnam, China – little intention to enter the market – export to third country
Wholly- owned subsidiary
•Tata Tea entered into JV with Tetley group, UK in 1994,acquired Tetley in 2000 •Asian paints has 27 manufacturing plants in 24 countries•Aditya Birla Group has wholly owned manufacturing base in south east Asia
Establishing local operation to gain new businessAn aggressive strategy – a strong commitment in international operation – often the only way to convince clients to switch suppliers
Important strategy in industrial market – service and reliability of supply main factors in the choice of suppliers
Establishing Foreign production to defend existing business Changing economic or political factors necessitate such a move
E.g. Japanese car manufacturers, that had been subject to an import limitations of assembled cars, from USA imported from Japan, began to build factories in USA to protect their market.
In 1982 Honda became the first Japanese manufacturer to set up production in USA
Assembly• A firm locates a portion of the manufacturing process in the foreign
country
• Assembling consist of the last stage of the manufacturing and depends on a ready supply of components or manufactured parts to be shipped from another country
• Involves heavy use of labor rather than expensive investment of capital outlets
• In order to save in shipping costs and high import tariffs and counter non tariff barriers and take advantage of cheap labour cos exports components in CKD condition and assembles them overseas e.g Mahindra &Mahindra, has entered Kenya by assembling operation
• Tata motors assembling operations with Nita Company Ltd in Bangladesh for commercial vehicles
• Japanese automobile cos have entered European market by assembling to overcome import barriers
• Sometimes Cos may use some of the local resources
Joint VentureUnder a joint venture arrangement a foreign company invites an outside partner to share stock ownership in the new unit –minority or majority or 50:50share
Reasons for JV• By bringing in new partner , company share the risk for a new venture
• JV partner may have important skills or contacts of value to the firm
• Local firm has good contacts with the government and represents local business interests
• Provide greater control over production and marketing functions
During 1960-70 Japanese market was viewed as a difficult environment—govt regulations—JV
Mc Donald’s entered Japan in 1971 through JV with Fujita &Co
Mc Donald’s in India through JV
Examples:
Wholly -owned foreign subsidiariesIn order to have complete control and ownership of international operations, a firm opts for foreign direct investment to own foreign operations.
Benefits Develops a foreign market with growth potential by way of product
differentiation and competitive response Helps in overcoming import barriers-high tariffs, quota Gets benefits of incentives provided by host countries Helps a firm to spread risks over various markets Take advantage of lower cost of production in host countries—raw
material. labor Avoids conflicts with overseas partners
Limitations: Need substantial financial and other operational resources Need substantial international exposure before establishing WOS.
Ways of establishing WOS Acquisition Greenfield operation
Acquisition• A company can acquire a foreign company and all its resources in a foreign
market• Acquisition provides speedy access to the resources of a foreign company
such as skilled man power , the company’s product and brand and its distribution channels
Green field operation• The firm creates the production and marketing facilities on its own from
scratch• Green field operations preferred under following situations
Smaller firms with limited resources Have the option of selecting own location on the basis of their own screening
criteria.
Chapter 2:Globalized Apparel Supply Chain Management
Supply Chain Management
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Tier 1 Suppliers
Tier 1 Customer
Tier 2 Customers
FocalFirm
Tier 3 to Initial suppliers
Tier 2Suppliers
Tier 3Customers
• Boxes (Material Flow)
• Bytes (Information Flow)&
• Bucks (Financial Flow)
3B’s of Supply Chain Network
Approaches of Supply Chain
VOLUME
AGILE
LEAN
LEAGILE
PREDICTABLE UNPREDICTABLE
SHO
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TIM
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TIM
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LEAGILEPOSTPONEMENT
AGILEQUICK
RESPONSE
LEAN CONTINIOUS
REPLENISHMENT
LEANPLAN &
EXECUTE
Hybrid Approach (LEAGILE) Of SC
CustomerSupplier
Buy-to-order
Make-to-order
Assemble-to-order
Make-to-stock
Ship-to-stock
Lean Supply Chain Agile Supply Chain
Perceived Customer Value
Value
QUALITY SERVICE
COST LEAD TIME
X
X
•Meeting Customer requirement•Elimination of wastage•Continuous improvement
•Customer Support• Product Service• Flexibility to meet customer demand & market change
•Design & Engineering• Conversion & Distribution• Inventory•Materials
• Time to Market•Order entry to Del.
• Response to market forces• Lead time
THE VALUE CHAIN
•Insource / outsource?•Manage variety,quality& costs
•Brand Development & Management•Market development
•Distributor liaison•Product & service liability
•Product & service specification•Infrastucture supoort
Value Delivery
LOGISTICSSUPPLY CAHIN
STRATEGY SUPPLY CHAIN
OPERATIONS
SUPPLY CHAIN
PLANNING
SC ENTERPRISE
APPLICATION
PRODUCT LIFECYCLE MGT.
PROCUREMENT
SUPPLY CHAIN MANAGEMENTLOGISTICS
LOGISTICS- THE KEY SUCCESS FACTOR
•WMS (Warehouse management system)
•TMS (Transportation management systems)
•RFID (Radio Frequency Identification)
•TRP (Transportation Resource Planning)
•Logistics Outsourcing
•EDI (Electronic Data Interchange)
•WIDE (World wide Integrated Distribution Enterprise.)
•ROBOTIC Distribution Centre.
•Integration of ICT with innovative manufacturing process CAD, CAM
•POSTPONEMENT
IBM- IT based Organization BENETTON- Fashion Based Branded Manufacturer and retailer
Product flowProduct flow
Customer relationship ManagementCustomer relationship Management
Customer Service ManagementCustomer Service Management
Demand Management Demand Management
Order fullfilmentOrder fullfilment
Manufacturing Flow ManagementManufacturing Flow Management
ProcurementProcurement
Product Development and commercializationProduct Development and commercialization
Returns
Information Flow
PurchasingLogistics
Marketing & Sales
ProductionR & D
Finance
Tier 2Supplier
Tier 1Supplie
rCustomer
Customer/End Customer
Supply Chain Business Processes